The Persuasion Lab with Martin Medeiros

For many years, the negotiation dogma has been get to 'yes' ASAP to get the other side to buy into what you're selling. Is this still relevant? In this episode Martin talks through the book Getting to Yes by Roger Fisher and William Ury. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Da...

Nothing kills an argument quite as effectively as a logical fallacy. Learn to watch out for them so that you can avoid using them yourself, and see them when someone else uses them on you. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !  The host and our guests anonymize cas...

We've had Mark on the show before to shed some light on making the most of sales in technology. In this episode, Mark shares more about his experience as a supervisor, and what a potential employer is looking for in applicants and candidates. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Neg...

Dalena Bradley is a pro at helping folks nail the interview. A Job Interview Expert and Career Marketing Services Coach, Dalena is exactly the person you want in your corner if you've aced your application and are gearing up for an interview. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Neg...

Larry Johnson started his career as a car salesmen, and has been successful over the years NOT because of used-car salesman tactics, but because he cares about his customers getting what they want and need. While he doesn't sell cars anymore, Larry continues to bring the best to his customers. He generously shares just how he does it in this conversation. Like what you're hearing? Hit su...

When it comes to sales, few are as experienced or effective as Mark Berkovitch. In this episode Mark shares his expertise, including sales preparation, building trust with clients, and staying objective in a sales negotiation. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! ...

Your nervous system is wired to have one of three responses: relaxed engagement, fight/flight, or freeze. Once your body shifts into a fight/flight or freeze response, your negotiation is as good as lost. In this episode Martin discusses how to get beyond these basic responses so you can stay relaxed, engaged, and continue to get your needs met. Like what you're hearing? Hit subscribe and nev...

The best tech in the world is worthless if it doesn't have a practical use. In this episode Martin sits down with physicist and MBA David McFeeters-Krone about negotiating tech transfer. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !  The host and our guests anonymize...

In this episode Martin discusses different strategies to negotiate depending on your strengths and weaknesses. At the end of the day the more you negotiate your authentic style, the better you get at negotiation. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !  The host and...

The more people involved, the more complex interactions get. In this episode Martin discusses the roles that a good leader must fill in order to have an efficient well-working team. He also talks about PIN communication, a system to help leaders be effective negotiators. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? S...

Your mind and emotions are designed to protect your ego and identity. In this episode Martin discusses the operational implications of identity in negotiation, including identity stereotypes, enfranchisement, and keeping your cool to work around an identity attack. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up...

Facial expressions are universal. What's more, volumes are communicated in milliseconds. In this episode Martin discusses the work of Dr. Paul Ekman and his study how micro expressions (facial movements that last milliseconds) can affect a negotiation. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the...

90% of communication is nonverbal -- which means if you're not making the most of what your body is broadcasting, you're missing out on opportunities at best. At worst, you're actively hurting your deal. After listening to this episode, you'll be able to make the most of ALL the ways you communicate, as Martin discusses how different types of body language can facilitate commun...

There's nothing that messes up a negotiation quite like emotions. In this episode Martin discusses tactics to deal with emotions in a negotiation, so they don't get the better of you, or your deal. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !   The host and our...

People, most often, are the problem. Once emotions and egos get involved, negotations can devolve and escalate quickly. This episode covers the basic work of Dr. Richard Thaler and other researchers. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This covers part of an inte...

This episode review considerations in going into business with others and what basic considerations the founding partners should have. Hint: you need to be able to weather any breakup with as much ease as the honeymoon. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This co...

Looking for work is the hardest job you will ever have. Make sure you make the most of your hard work by negotiating like a boss -- whatever the position you've applied for. Listen in for the basics of negotiation while job seeking. If you like what you're hearing in this episode, you're going to love 161 Negotiation Tactics . Like what you're hearing? Hit subscribe and never m...

This episode covers the work of Robert Cialdini in his books Influence and Pre-Suasion and other researchers. This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered in depth in his online course of negotiation . This involves the tactical subsystem taught by Martin Medeiros. Like what you're hearing? You're going to love 161 Negotiation Tact...

While headlines attract our attention we don't always look at the mechanism. Understanding and studying the mechanisms can prevent you losing out in negotiations, AND it helps you know if they are being used on you. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !  The h...

Based on a presentation delivered at the University of Washington, this episode is covers how artificial intelligence is replacing humans in complex negotiations. Experiments by IBM and the University of Michigan on how artificial intelligence (AI) and machine learning can automatically negotiate for us. This is covered in depth in a lesson in the online course by Negotiation Strategist Research ....

Leaders must know more than basics in negotiation. This episode covers very basic considerations for leaders. If this is new to you, consider reviewing the online course on negotiation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !  The host and our guests anonymize case stu...

Multi-party (three parties or more) negotiation is more complex, stressful and requires precise organization. This episode covers the basics on how to navigate a multiparty negotiation: make an agenda and arrest the behaviors that can lead to break ups, lost time and money. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world...

Negotiations can lead to tempers flaring, which can lead to a hot and fast escalation. This episode covers basic tactics to cool down negotiations. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This episode is based on the online course offered by Negotiation Strategist Re...

There are a few all-stars in the world of negotiation, and Cialdini is certainly one of them. This episode covers the work of Dr. Robert Cialdini in his books Influence and Pre-Suasion and other researchers. This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered in depth in his online course of negotiation . Like what you're hearing? You're...

Listen in and learn the tactics that are going to give you the most bang for your buck when it comes to negotiation. Like what you're hearing? Hit subscribe and never miss an episode!   Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !  The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and si...